How much is fear costing you?
“Please come upstairs with me, I’m frightened of the dark.” I’m 7 years old and I’m pleading with my older brother who is ‘baby-sitting’…Read More
Why is saying no so hard?
You are sitting in a restaurant and the waiter or waitress asks “is everything alright?” Even if things aren’t alright many of us say…Read More
What can businesses learn from the Great British Bake Off negotiations?
So we’ve just had the final episode of the Great British Bake Off on the BBC. The GBBO has been incredibly successful attracting viewing…Read More
The one thing I know about the future…
…is continued uncertainty. This means businesses and sales people have to work even smarter. We’re partway through my ‘negotiating more profitably’ workshop when one…Read More
It’s not what happens at the conference – it’s what happens after
First published in Conference News, 2014 How many times have you attended a great conference and come away with pages of notes and actions?…Read More
Holding your fees in tough times
Your fees and rates are probably under more pressure than ever. It is highly likely you are not charging high enough fees compared to…Read More